Anybody in Sales?

[WildKat]

Ok, I have been in sales for two years and now I am at my thrid different job. The first two had the customer wanting me to come and give them an estimate. I am great in a residential setting. I love meeting new people and to talk to new people about a product or service is my niche. Now, I am with a new company that requires all sales to be "cold calling". I know, I have heard millions of horror stories. I had even said that there was no way that I was gonna get into this type of sales. Anybody have any tips on getting "in" the door to make the contact? Or any other advice in relation to the sales field or to making an impression on the person that is making the decisions. Little background.....It's a logistics company. If you don't know, it's the process of moving cargo(product) to wherever you need it. It might be across town or around the world. The one thing about our company is that we won't beat very many people on price. So, I have to try and win them over by selling our service and showing them how we can save them money in the long run. Any help is appreciated!

[KellosJ]

Where do you get your leads from? Other than that... The best way to get in the door is do promotional offers... give something away....enter someone into a drawing. Otherwise it all comes down to price IMO.

[WildKat]

Originally Posted by KellosJ

Where do you get your leads from? Other than that... The best way to get in the door is do promotional offers... give something away....enter someone into a drawing. Otherwise it all comes down to price IMO.

Good question...........I have a 2001 Indiana Industrial Directory..This has every business that, cough cough, was around in 2001. It's true cold calling.Get on the phone, or get in your car and go in and try and make an appointment. I have a nice base, which is why I am giving it a try.

[KellosJ]

What does your company bring to the table that the others don't? Sell me...If you came to me and said you could save me 40% on my freight charges every year....I would be stupid not to listen. So what are the top 3 things your company offers that Yellow, Overnight, etc. don't?

[KellosJ]

Originally Posted by WildKat

Good question...........I have a 2001 Indiana Industrial Directory..This has every business that, cough cough, was around in 2001. It's true cold calling.Get on the phone, or get in your car and go in and try and make an appointment. I have a nice base, which is why I am giving it a try.

If you have a good base then you should go to a couple of companies that produce leads...you have to treat your base like running capital IMO.

[WildKat]

Originally Posted by KellosJ

What does your company bring to the table that the others don't? Sell me...If you came to me and said you could save me 40% on my freight charges every year....I would be stupid not to listen. So what are the top 3 things your company offers that Yellow, Overnight, etc. don't?

Well, I have worked in operations for the company for the last three months and have be so overwelmed with trying to learn the tasks around the office that we have spen very little time even talking about it. I would guess that we are trying to get your business by taking the your toughest shipping problems and taking that headache away. By talking with the owner, it sounds like we just really wait around for other companies to screw up. A couple examples that I will tell customers is Reebok and Claas. We actually handle all of the major sporting events that Reebok in Indianapolis send merchandise. We handles all of the SuperBowl, NBA All-star game, Final Four etc....It might not sound like it's that important, but if this stuff doesn't get to the VIP's or wherever there going, then people will be fired. They had been using other carriers and ran into problems with product missing or product wasn't getting to the right place. Claas is a huge tractor company from Germany. Excel (DHL) had this account before we just last week got a million dollar contract for their business. Excel was taking 13- 16 days to get the product to Columbus, Indiana from Frankfort Germany. We are getting it there in 5-6 days. Excel basically knows that they are so big, that they wasn't going to sweat trying to get it through customs any faster. They didn't NEED Claas' business. We treat CLAAS like they are Gods. So, my job will be to try and find their needs and find out what their value stream is all about. I have to hope that we can get a shot and prove that they timely and personal service can offset some of the difference in cost. The company is work for is Team Worldwide. There are 50 something across the country and we have hundreds of agents around the states and over seas.

[KellosJ]

Originally Posted by WildKat

Well, I have worked in operations for the company for the last three months and have be so overwelmed with trying to learn the tasks around the office that we have spen very little time even talking about it. I would guess that we are trying to get your business by taking the your toughest shipping problems and taking that headache away. By talking with the owner, it sounds like we just really wait around for other companies to screw up. A couple examples that I will tell customers is Reebok and Claas. We actually handle all of the major sporting events that Reebok in Indianapolis send merchandise. We handles all of the SuperBowl, NBA All-star game, Final Four etc....It might not sound like it's that important, but if this stuff doesn't get to the VIP's or wherever there going, then people will be fired. They had been using other carriers and ran into problems with product missing or product wasn't getting to the right place. Claas is a huge tractor company from Germany. Excel (DHL) had this account before we just last week got a million dollar contract for their business. Excel was taking 13- 16 days to get the product to Columbus, Indiana from Frankfort Germany. We are getting it there in 5-6 days. Excel basically knows that they are so big, that they wasn't going to sweat trying to get it through customs any faster. They didn't NEED Claas' business. We treat CLAAS like they are Gods. So, my job will be to try and find their needs and find out what their value stream is all about. I have to hope that we can get a shot and prove that they timely and personal service can offset some of the difference in cost. The company is work for is Team Worldwide. There are 50 something across the country and we have hundreds of agents around the states and over seas.

Perfect...So you guys are the little engine that could. You are the Eckstein of logistics. Don't try to blow yourself up to be the next UPS or DHL...you are the underdog, the shoe shiner. People love rooting for the underdog. But in business it's a little different so you have to spin it IMO. You're not the underdog...no, no...You guys are a niche company. Just like the company I am with...People love feeling like we were made just to fulfill their need...but you don't come out and pitch it that way, you let them think it up all by themselves. So go right to the krux of the situation when you call/meet with these people...

Pitch1: Have you had any nightmares in shipping lately?
Pitch2: Our company specializes in hard to ship freight...
Pitch3: We will ship anything through customs twice as fast as standard carriers, because we specialize in customs shipping.

Anyways just my two cents... but to start off I would buy a couple of sales lead lists in whatever industries you guys have 50% or more of your revenue coming in from and just zoom in on saturating those industries. If for example your company gets 50% or more from handling shipping for clothing labels...get a couple of leads lists for all the clothing label companies doing more than $4 mil in revenue per year. It won't cost much and the good thing is you know that if companies you already deal with have logistics issues, then others in their industry have logistics issues as well. GL WK

[Romanowski]

get a real job

[WildKat]

That's great! Hell, you told me more in two minutes than anyone has told me in 3 months. My pitch was going to be along the lines of what you had said, but was nice to see you say it as well. I am working for a guy that has always had an experienced logistics salesman. For that reason, I feel that I have not had the proper training. I will be getting my nose wet today though..... Thanks alot Kellos!

[WildKat]

Originally Posted by Romanowski

get a real job

It came down to this job or being a moderator here. I know the moderator position pays more, but Jack wouldn't let me open my technology thread! lol

[KellosJ]

Originally Posted by WildKat

That's great! Hell, you told me more in two minutes than anyone has told me in 3 months. My pitch was going to be along the lines of what you had said, but was nice to see you say it as well. I am working for a guy that has always had an experienced logistics salesman. For that reason, I feel that I have not had the proper training. I will be getting my nose wet today though..... Thanks alot Kellos!

I love this stuff...biggest challenge in life is taking an unknown situtation and controlling it. I personally like being honest and going right to the heart of the matter. People can smell BS from a mile away, and if you just look them in the eye or speak with confidence then they will atleast listen for a few seconds. Just a fine line between confidence and arrogance....one smells like BS and the other makes people interested. GL with this, but again, I would just focus on what your company does best and focus on the industries that you are already in....most people think they need to diversify and try to stick a finger in all of them, I personally think it's best to stick an entire arm in one industry that seems to mesh well with your business and then it's a domino effect in other industries...JMHO. GL Kat

[E_Wrecked]

Im king of the cold-call. You need to seperate yourself from every other person who may or may-not be cold-calling. I dont know the cargo business, but have experience in financial services.

Everybody I know would "pitch" the deal when the person answers the phone. You stand no chance at being successful. Every cold-call operation I've seen relied strictly on the person answering the phone and a salesperson/telemarketer pitching some awful script. I found my niche in relying on the customer NOT anwering the phone.

I would leave message on the voicemail...This is XYZ calling with XYZ, the reason for my call...yada yada yada

I would cold call about 150 numbers per day from the same stack that I had on rotation for 1 month. About 1000 leads in all, I would call ONCE a week and leave a message that explained who I was, why I was calling and why I'm better then the idiot telemarketer who callsall the time.

I got the most call backs on the 4th or 5th call. The first call they hear your message and they are like "yea, ok whatever" second time they take notice. 3rd/4th they know your name, purpose and company where you work.

I worked and still do work as a mortgage broker. Out of those 1000 "leads" I might run credit on 10 people get a deal for 7 and close 4/5. Thats an easy 30K plus for the company. I didnt see the majority of it but...

You have to have grit and some swagger to be good at cold-calling. Boiler room is a good flick to watch but its a pressure sale and that doesnt sound like what you do.

I use to train new telemarketers/loan officers with techniques I gained through repititon. Msot homeowners have 5 mortgage comapnies clal per day. I had to be crafty, I had to find an "angle." Nobody ever left messages for people, thats where I made my mark.

If I can be of any more assistance just holler

[E_Wrecked]

lol all this when I was 21 in college and never had a mortgage HaHa

I always found it funny, I did this without ever having a mortgage myself. I learned fast, only takes 2 weeks before you know more then the average homeowner.

I did Target market well though, for a small period of time I ONLY called AMERIQUEST mortgage holders. After they had a class action lawsuit and 1000's of complaints followed by the closing of retail branches. I decided it was a good time to call AMERIQUEST customers and slander the living shit out of Ameriquest and Mr. Roland Arnell. I hate politics but he was the single largest contributor to BUSH's campaign (if not mistaken) and he was getting away with screwing minority/low-income or need based clients. Not all of AMC's customers were in that classing, but most were.

I dont think its good to call and talk bad about other firms, its just not good ethics. However, it was a flooded market and I was young and hungry but always honest. I never gave a bad deal to somebody I always helped people, while keeping in mind I wasnt exactly saving the manatees

[KellosJ]

Originally Posted by E_Wrecked

Im king of the cold-call. You need to seperate yourself from every other person who may or may-not be cold-calling. I dont know the cargo business, but have experience in financial services.

Everybody I know would "pitch" the deal when the person answers the phone. You stand no chance at being successful. Every cold-call operation I've seen relied strictly on the person answering the phone and a salesperson/telemarketer pitching some awful script. I found my niche in relying on the customer NOT anwering the phone.

I would leave message on the voicemail...This is XYZ calling with XYZ, the reason for my call...yada yada yada

I would cold call about 150 numbers per day from the same stack that I had on rotation for 1 month. About 1000 leads in all, I would call ONCE a week and leave a message that explained who I was, why I was calling and why I'm better then the idiot telemarketer who callsall the time.

I got the most call backs on the 4th or 5th call. The first call they hear your message and they are like "yea, ok whatever" second time they take notice. 3rd/4th they know your name, purpose and company where you work.

I worked and still do work as a mortgage broker. Out of those 1000 "leads" I might run credit on 10 people get a deal for 7 and close 4/5. Thats an easy 30K plus for the company. I didnt see the majority of it but...

You have to have grit and some swagger to be good at cold-calling. Boiler room is a good flick to watch but its a pressure sale and that doesnt sound like what you do.

I use to train new telemarketers/loan officers with techniques I gained through repititon. Msot homeowners have 5 mortgage comapnies clal per day. I had to be crafty, I had to find an "angle." Nobody ever left messages for people, thats where I made my mark.

If I can be of any more assistance just holler

Just think about how many times you get calls from people and they start into their pitch immediately, and you think to yourself "freaking telemarketers"..the best way IS TO not sound like a telemarketer. The ones that always get me are those that have a promo offer..i.e. We are offering 1 free shipment for just trying us out. i.e. We only handle hard to manage shipments, and we were told by others in your industry that many of your shipments are tough for DHL to handle. i.e. Hello, I may have the wrong extension, but I was told to call someone within "company name" and discuss their problem shipments...a little BS is not good but this may get your foot in the door.

[cptkirk321]

Wildcat if you are doing cold to cold calling in person remember the most important person to begin with is the receptionist, without her help you are not going to get much further. Bringing in an information pack with a coffee/tea/chocolate bar, etc. for the receptionist is a great place to start, you pretty much guarantee that your package will be get to the person it needs to and you are pretty much guaranteed to get the proper contact person from her. Second you mentioned that you take care of alot of headache type of accounts, what you might want to do is also have a catchy phrase for your info pack, what you might want to do is in the info pack tape a aspirin to it with the comment if you are tired of headaches with your shipping requirements instead of taking an aspirin I might be the better solution. Also put a footnote if you are allowed to have a few minutes in a one on one meeting you will also offer the rest of the aspirin package, at least this way you can tell the proposed client you are guaranteed to get rid of your headaches one way or another, lol. You have to remember these people are onslaughted with sales people all of the time and the majority of salespeople are pretty much vanilla in their approach. What you want to do is seperate yourself from the rest and putting a smile on people is a quick and easy way to get yourself in the door. After that its up to you and your product, but at least you are in the door. Try to be creative in your approach, that puts you one step ahead of your competitors. Best of luck to you in your new career, cold calling and sales has been my life and there is nothing better in my opinion.